client visits - vivid
TRANSCRIPT
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Client VisitsWhy do them?
Benefits to us:
o Develop even better rapport
o Make ourselves memorable
o Humanise ourselves
o Sell the client to candidates better
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Client VisitsWhy do them?
Benefits to us:
o Securing exclusive business
o ‘Networking’ & ‘Farming’ is easier
o Easier to justify rates
o They’ll phone jobs in to you
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Client VisitsWhy should clients do them?
Benefits to client:
o We’ll understand their business better
o Gets them better candidates
o Improves interview to placement ratio
o Saves them time – eliminate one stage of interview
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Client VisitsWhy?
Suggest some other reasons and decide which party they benefit:
Vivid Client Both
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Client VisitsWhen should we do them?
DEPENDS!
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Client VisitsWhen should we do them?
o Whenever you have any traction with the client
o If we’ve done (or are looking to do) business with them
o Clients where we are losing out on business
o If we have permanent business and not contract (or vice versa)
o If they have upcoming projects
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Client VisitsWhen should we do them?
o If it’s worth your time out of the office
o If we are local to them
o If they do (or will) work with us exclusively
o If they are reviewing their PSL
o If they have upcoming projects
WHEN NOT TO DO A VISIT
o If the salaries/rates are unrealistic
o If margins are less than 20% (speak to your manager first!)
o If they have less than 30mins available
o If they wont read/agree our terms
o If the distance doesn’t justify it
o No Promise of any business
Client Visits
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Client VisitsPreparation is the….
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Client VisitsPreparation
Objectives:
o Levels of commitment
o CV turnaround
o Interview slots / Day of interviews
o Offer Dates
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Client VisitsPreparation
Objectives:
o Rules of engagement
o Regular, repeat business
o What other agencies they work with
o Exclusivity
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Client VisitsPreparation
Planning:
Request that all decision makers attend
All parts of the M.A.N have to be there
Other departments too?
Prepare intelligent questions
o Things that candidates will want to know
o Turnover (perhaps check in advance?)
o Growth plans
o Use current news to form your questions
o Use 80:20 model of them talking and you listening
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Client VisitsPreparation of the Agenda
If client won’t agree to one, there’s a problem with commitment – reassess
o Send it out 2-3 days before the meeting)
o Shows that you mean business
o Email them the agenda and sell it to them
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Client VisitsPreparation of the Agenda
o Mention – “if there is anything you would like to change or amend then please let me know”
o Clarify the time they have available (less than 30mins there’s no point in going)
o Attendee’s – make sure their names and titles are correct
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Client VisitsBusiness Etiquette
o Don’t sit down at reception – stand and be attentive
o Punctuality
o A good handshake
o Accept their offers (Water, etc..)
o Only sit down when invited to
o Maintain eye contact with everyone
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Client VisitsBusiness Etiquette
o Don’t interrupt. EVER
o Have your Business Card ready
o Take brief notes – use the Agenda sheet
o Highlight any ‘hooks’
o Establish the need before selling
o Bite-sized selling only
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Client VisitsBusiness Etiquette
o Take more than enough copies of the Agenda sheet
o Thank them for meeting you
o Re-sell the benefits of meeting
o Make sure everyone’s engaged
o Establish the need before selling
o Don’t dodge the difficult questions
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Client VisitsFinally
o Manners. Be polite
o Ask for their business at the end
o Agree timeframes for follow-up
o Leave a positive, lasting impression
o Do you need a Suit or Tie? (Engineering Clients or Design Agencies = probably not)
o Perhaps lunch or drinks is more appropriate for your 2nd visit?